Case Studies

Project Overview

With Cisco looking to convert incremental opportunity through reseller acquisition and volume revenue in key markets in the Asia Pacific region, they partnered with Ingram Micro Global Business Intelligence & Analytics (GBIA) to drive this initiative. Leveraging Ingram Micro GBIA’s analytical capabilities and data-driven marketing services, Ingram Micro delivered a comprehensive solution from business consulting, program execution, and tracking of ROI.

Challenge

The focus was to identify potential new Cisco partners and accelerate sales and expand Cisco product portfolios with strategic partners by building a marketing engine that would deliver dynamic, tailored messaging to multiple types of audiences within multiple countries in Asia Pacific about Cisco’s value proposition, product programs and promotions, and resources at Ingram Micro to build and grow a reseller’s Cisco practice.

Solution

Combining Ingram Micro GBIA’s global data warehouse with marketing automation capabilities, the team built a complex, dynamic campaign to disseminate relevant Cisco messaging to various types of Ingram Micro reseller customers. Real-time reporting and tracking of results throughout program execution also provided insight to purchasing trends and additional opportunities to further refine the overall go-to-market strategy.

Results

As Ingram Micro GBIA ran this campaign through Cisco’s fiscal year, Cisco experienced exponential growth in the key markets they targeted through this initiative. Cisco expanded this initiative to include other countries in Asia Pacific to replicate the successes that they’ve seen prior and look forward to deepening the engagement with Ingram Micro GBIA as a strategic partner in the following fiscal year.